FY16 Enterprise Mobility Suite (EMS) Adoption Offer Frequently Asked Questions OCTOBER 1, 2015 OVERVIEW Starting September 1, 2015, net new EMS customers who purchase a minimum of 150 seats of eligible EMS SKUs may qualify for an investment toward driving EMS Active Seat Usage (ASU) on a single eligible workload. Eligible Partners include Microsoft Consulting Services (MCS) or a qualified silver or gold Cloud Productivity Competency Partner (CPCP), Enterprise Mobility Management Partner or Devices & Deployment Competency Partner for Active Seat Usage activities on behalf of the customer. Funds will be reserved at $15/seat for 150-1000 seats and $5 per seat above 1000 seats with a maximum of $60,000 per customer. Net new purchases of eligible EMS SKUs including Enterprise Cloud Suite and Enterprise Mobility Suite Purchases may be made via the following Licensing programs: EA/EAS, EES, Open, Open Value, Open Value Subscription, MPSA, AOS, MOSP and Cloud Solution Providers (CSP). This offer will run from September 1, 2015 through March 31, 2016. Customers must purchase a minimum of 150 eligible SKUs to qualify. The funding is at the customer tenant level, based upon the number of qualified SKUs purchased, not based upon the number of workloads deployed. This investment is paid directly to the Partner when the Offer milestones are reached and the invoice is submitted on time. The Offer milestones include a customer-approved Adoption plan or customer-approved Success Plan at fasttrack.microsoft.com and 15% of purchased seats in active use on a single eligible workload. Here are examples of activities that partners may conduct to attain the desired outcome of 15% active usage: Partner led project management and delivery services o Line of Business applications across workloads (SharePoint, Skype for Business,, Visio, Yammer, Project Online/Project Lite) o SharePoint team sites, workflows and document storage Partner led change management, communications and training o Draft the vision, outline business objectives, and success measures for adoption jointly with the customer and obtain buy-in from an executive sponsor. o Define how EMS can help achieve the vision with proposed usage scenarios across specified Eligible Workloads o Prioritize and define a phased rollout approach across the user base with a plan for communication, readiness, and community strategies o Execute official launch events, training, brown bag sessions etc. with participation from executive sponsors and defined champions FAQ SECTIONS Offer Rules: Customer Eligibility, General Questions Pricing, Transacting Adoption Investment Appendix
OFFER RULES: CUSTOMER ELIGIBILITY, GENERAL QUESTIONS Which customers are eligible? All new EMS customers are eligible for this offer on seats purchased during the Offer timeframe through the following Licensing programs: EA/EAS, EES, Open, Open Value, Open Value Subscription, MPSA, AOS, MOSP, eligible purchases via Cloud Solution Providers. This includes all commercial, government and paid education accounts in all countries where EMS is available. When are the relevant dates for the offer? The offer runs from September 1, 2015 through March 31, 2016. Is there a minimum purchase required to qualify for the offer? Yes. Net new EMS customers must purchase at least 150 seats of select Enterprise Mobility Suite SKUs and Enterprise Cloud Suite SKUs(including G SKU equivalents, paid Non-Profit SKUs and Gallatin SKUs) to be eligible for this offer. The minimum may be met through any purchased combination of the eligible SKUs. What are the payout amounts for this offer? $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats (with a maximum payment of $60,000 per customer) Are customers that have deployed EMS eligible for this offer? No. Customers that have already deployed EMS are not eligible for this offer..are customers that purchased EMS but not deployed eligible for the offer? No. Customers need to be new EMS customers. If they have previously purchased EMS in FY15, they may be eligible for the FY15 Deployment Offer. Are Add-on SKUs eligible for this offer? Both full USL and the new Add-on versions of the eligible SKUs qualify for this offer. There is no difference in offer criteria. Are Syndication sales eligible for this offer? No. Purchases made through the Syndication channel are not eligible for this offer as EMS is no longer sold via Syndication. Are purchases made through Cloud Solution Providers (CSP) eligible for this offer? Yes. Purchases made through CSP Partners, Tier 1 and Tier 2, are eligible for this offer with all other terms and conditions applying. Can this offer be used for on-premises workloads? No. This offer is only for eligible EMS Cloud workloads.
Are public sector customers eligible for the deployment investment? In general, yes. However, some countries do not allow this type of benefit. US Public Sector Customers will need to sign an amendment that they can get from their US Licensing Specialist / BIF in VL concession. Are Government Community Cloud purchases eligible? Yes. Government Community Cloud purchases qualify for this offer. Are EMS Academic purchases eligible for this offer? This offer is eligible for paid Academic purchases. Free academic SKUs do not qualify for the offer. Are EMS Charity purchases eligible for this offer? Yes. This offer is applicable to EMS Charity customers with their paid eligible EMSSKUs. Are EMS licenses sold through EA Transitions or added through the EMS Software Assurance Transition SKU eligible for this offer? Renewal transitions (net new EMS customers coming from SA), are eligible for Adoption Funding. Please note, if they elect to take the Adoption Funding they will not be eligible for the Transition Grant. Mid-term transition customers will continue to follow the standard policy where they will be eligible for the Transition Grant but not Adoption Funding. Are other paid transition SKUs eligible for this offer? Yes, as long as the customer has purchased the eligible paid transition SKUs, they will be eligible for adoption funding. Customers that use $0 transition SKUs are not eligible for funding as they are able to leverage the free float transition period. How long will the adoption benefit last? Seats must be fully deployed within 12 months after the initial, qualifying promo SKU purchase date or before the end of the customer s current eligible EA term, whichever comes earlier. Adoption benefits are only applicable towards the eligible licenses that are purchased during the Offer time period. Do seats need to be deployed within the promo offering time period? No. In order to take advantage of the adoption investment, the seats need to be deployed within 12 months of the initial purchase of the eligible SKUs or before the end of the customer s current eligible agreement term, whichever comes earlier. Can a customer use the Adoption investment funds if their agreement expires less than 12 months after the qualifying purchase? The customer can use their adoption investment funds up to 12 months after purchasing the eligible seats, even into a new agreement, as long as they also purchase eligible seats on the renewal executed before the end of the offer period.
The amount of adoption investment funds available to the customer will be calculated based on the quantity of eligible seats purchased on the current agreement by March 31, 2016. Can customers with seats added before the offer period leverage this offer? No. This offer is available to all new EMS customers for seats purchased between September 1, 2015 and March 31, 2016. Seats that were added before the offer period, whether through purchase or Transition, are not eligible for this offer. What if a customer commits to qualified seats before September 1, 2015 but the invoice date is not until September 1 or later. Can they receive funds? Yes, the funding is tied to when Microsoft recognizes revenue so if the invoice date occurs during the offer time period, then the customer is eligible for funds. PRICING What are the prices for the eligible SKUs? This offer is based on the purchase of eligible EMS SKUs available on the price list. There are no promotional SKUs or price discounts associated with this offer. What if my customer purchases SKUs that are discounted to $0? Are they eligible for the offer? No. Microsoft must receive payment for eligible SKUs in order to qualify for the offer. ADOPTION INVESTMENT How do the adoption investment funds work? The adoption investment is available for eligible net new customers purchasing of at least 150 eligible EMS SKUs during the offer time period. The customer must be purchasing EMS for the first time. For customers that purchase 150-1000 seats, they will earn $15 per seat. Customers that purchase over 1000 seats will earn an additional $5 per seat above the 1000 seat purchase. For a maximum payout of $60,000 USD. A qualified Partner can profile the customer in the Fast Track Portal. Once the customer approves the partner and a customer approved Adoption Plan or Success Plan is in the Fast Track Portal, then the Partner may request the funding. The funding request will be reviewed. If approved, the Partner will receive a PO, and then the Partner can begin working to drive the Active Seat Usage requirements. In accordance with Microsoft Controls and Compliance Policy, the Partner should not begin work until the PO is secured. The Partner may invoice Microsoft twice: Milestone 1: 5% of eligible SKUs are in active use on a single, eligible workload. Partner may submit an invoice to receive one-third of the eligible funding Milestone 2: 15% of eligible SKUs are in active use on a single, eligible workload. Partner may submit an invoice to receive the remaining two-thirds of the eligible funding
What does the customer have to do to receive adoption investment funds? The adoption investment is paid directly to the qualified Partner. In order for the Partner receive payment, the customer will have to take various actions, including purchasing eligible SKUs, contracting a qualified Partner, and approving the Adoption Plan or Success Plan in Fast Track Portal. The customer needs to work with the Partner to meet the above milestones in order for the partner to receive payment from Microsoft. Are funds available for each new enrollment? No, funds are allocated at the tenant level. Are funds available for each new tenant in a multi-tenant environment? No, funds are allocated for only one tenant. For instances where multiple tenants are required for separate business entities with separate IT departments, the offer maybe available for each tenant. How is active use defined? Active use is defined by eligible workload: Intune Usage = (# of licensed users with 1+ enrolled device + # of enrolled PCs) / Paid Licenses AADP Usage = o # of users with 1+ non-msft SAAS app o PLUS # of users that completed SSPR registration o PLUS # of users that activated for MFA (multi-factor authentication) o Total AADP usage = sum of the above 3 components but only for unique users. Azure Rights Management Services is not an approved workload for this Offer and any Active Seat Usage will not be funded. Do all 150 seats have to be the same SKU? No. As long as 150 total eligible seats are purchased in any combination of the eligible SKUs, within the offer period, the customer will meet the minimum seat purchase for the Adoption Offer. Does the customer have to purchase 150 seats all at once to qualify for the adoption investment? The customer will qualify so long as 150 total eligible seats are purchased between September 1, 2015 and March 31, 2016, regardless of how many transactions are made to reach that total. What activities will qualify for the offer funds? Adoption activities may include: Partner led project management and delivery services o Line of Business applications across workloads (SharePoint, Skype for Business, Visio, Yammer, Project Online/Project Lite) o SharePoint team sites, workflows and document storage Partner led change management, communications and training o Draft the vision, outline business objectives, and success measures for adoption jointly with the customer and obtain buy-in from an executive sponsor.
o o o o Define how EMS can help achieve the vision with proposed usage scenarios across specified Eligible Workloads Prioritize and define a phased rollout approach across the user base with a plan for communication, readiness, and community strategies Execute official launch events, training, brown bag sessions etc. with participation from executive sponsors and defined champions Conduct a success assessment during and post execution of the adoption plan to capture employee feedback, lessons learned, and success stories Can the funds be used on more than one workload? Yes, the customer can choose more than one workload but will only be paid for driving 15% active seat usage on one single eligible workload. What if my customer commits to purchase SKUs before September 1, 2015 but their agreement invoice date isn t until September 1, 2015 or later. Will they qualify for funding? Yes. The revenue must be recognized during the offer time period and the service must not start until the offer period time in order for the customer to be eligible for funding. The revenue recognition is tied to the agreement invoice date. How long will the adoption benefit last? Seats must be fully deployed within 12 months after the date of the initial qualifying purchase or before the end of the customer s current eligible agreement term, whichever comes earlier. Adoption benefits are only applicable towards the licenses that are purchased during the offer period. The adoption funds may still be used on the early commit agreement after the expiration of the current agreement if the customer has purchased eligible SKUs on both the current and early commit agreements. The amount of adoption investment funds available to the customer will be calculated based on the quantity of eligible seats purchased on the current agreement by March 31, 2016. The maximum time to use the adoption investment funds is still 12 months from the initial qualifying purchase. Do seats need to be deployed within the offer period (by March 31, 2016)? No. In order to take advantage of the adoption investment, the seats need to be deployed within 12 months of the initial purchase of the offer SKUs or before the end of the customer s current eligible agreement term, whichever comes earlier. How do partners become eligible for the adoption investment? MCS, silver or gold Cloud Productivity Competency Partners, Enterprise Mobility Management or Devices and Deployment Competency Partners are eligible to participate. If the customer chooses Partner funds, how do they get those funds? The Partner will need to request the funds via the Fast Track Portal. Who do I contact with additional questions? Please submit a support ticket via the Fast Track Portal. If necessary, email svcems@microsoft.com.